Technology and social media are all the rage and are certainly buzz-worthy, but face-to-face is the tried-and-true path to customers for life and a strong referral business. This session teaches proven strategies for staying top-of-mind in this ever-digitized world. You may be tech-savvy and use technology widely in your businesses, but you must also recognize the value of good, old-fashioned in-person contact. We’ll discuss strategies for how to integrate social media into your business plans and how to combine the power of online strategy and personal contact to build a strong client and referral base. Objectives include:
- Combine online and offline strategies into one cohesive marketing plan
- Take a look at “the usual” customer/client appreciation events vs. “the new” ideas of tweet-ups, meet & greets, etc.
- Find your niche – using a hobby or interest that is traditionally an in-person activity into a lead-generating business model
- Breathe new life into your Facebook page – using events and invitations to encourage face-to-face encounters
- Make the ask – going beyond asking for business/referrals
2. …back to this?
Photo credits: “Communication” by jfgornet on Flickr.com |”good times, 1940s, scene 8” by deflam on Flickr.com
Can we go from this…
What Happened?
14. What’s the ROI on
Face-to-Face?
30 cherry pies for 2011’s
clients for Washington’s
Birthday = $150
Receiving 3 in-person referrals + 2 more via email
= priceless
2 tanks of gas for deliveries
= $98
Photo credits: “Pumping Gas” by futureatlas.com / “handshake isolated on business background” by s_falkow on Flickr.com
16. Client Appreciation Parties
• Gets us face-to-face, in front of the
most people at one time
• The invitation is more important than
the event
• Big benefits, but big pitfalls, too
19. Client Appreciation Parties
Benefits:
• All clients in one
place
• Easy to coordinate
with YOUR schedule
(one date)
• You control the
outcome
Pitfalls:
• Too many people to
be effective
• One date may not
work for all clients
• Often high price tag
• Demographic
challenges
20. Client Housewarming Parties
From Seth & Alyce Dailey & The Dailey
Group ~ Baltimore, MD
• Client gives you guest list but you
control the invitations (adding those
people to your mailing list)
• You attend as host
• Lender or other vendor can help
sponsor
21. Pop-Bys and Drop-Ins
• Made popular by Brian Buffini, who
advises popping by to each client
quarterly
• A one-by-one way to connect
• Bring an “item of value” – a reason
for stopping by
• For your “A+” clients
• Have a purpose
22. Pop-Bys and Drop-Ins
Ideas for giveaways from other REALTORS:
• Cherry pies for Washington’s birthday
• Pumpkins (Halloween)
• Toffee (handmade by another client) for
the holidays – Nobu Hata
• Invitation (to an event, i.e., shredder day)
• Surprise them with the timing!
23. My Cherry Pie Pop-By
• Send “invitation” about 2 weeks before
• Clients must RSVP for their pie and
choose a day that I’ll drop by (from 2
consecutive day choices)
• Order the pies from local grocery store &
pick up day before
• Most don’t want the pie but appreciate
the offer (saves time & money!) and still
give a referral!
25. Tweet-Ups
What is a tweet-up?
• A way for you to promote your
business and another local business
= WIN/WIN
26. Tweet-Ups
• Traditionally advertised via twitter
and guest list is random(i.e.,
whoever sees it!)
• New twist = invite select groups of
your clients/local sphere
• Have a hook to get people there
• Inviting the social media-savvy will
make the host happy
27. Tweet-Ups
• Partner with a local business for
location and to share cost
• Be picky about your invite list –
don’t have to invite entire client list
• Be brave – put the word out on
Twitter/social media and attract
potential clients/contacts
29. MeetUp.com
From Brian Copeland ~ Nashville, TN
• Join MeetUp.com
• Search for MeetUps that interest you
OR search for a void in those areas
• Join a MeetUp or start a new one
• Based on geography and interest
31. Flash Client Parties
From Chris Rix ~ Hot Springs, AR
• Text, email, Facebook a select group
(100-ish) 1-2 days before event
• Guest list-exclusive
• Those people generate buzz & others
ask to be on the list
• Always plan for more, but if they’re
asking to get in, they’re prospects
32. Charity Events
• Picking a local charity gives back to
your community and helps your
clients do the same
• Two options:
– Pick one charity that you support year-
round with multiple events
– Support multiple groups throughout the
year with different events
33. Trick or Treat for the Troops
www.trickortreatforthetroops.com
34. Hot Dogs for Homeless Dogs
• Annual hot dog cookout at my home
• Benefits local animal rescue
• We provide hot dogs, buns, fixings
• BYO: drinks, side dish to share (close
friends), dogs + kids
• Clients bring donations from animal
rescue’s wish list
36. Pumpkins / Christmas Trees
for Charity
From Nobu Hata:
• Work with local pumpkin/Christmas
tree vendor to get discounted price
on items (pumpkins, wreaths, etc.)
• Have a drop-off event: hot
chocolate, candy, etc.) one
afternoon – drop off unwrapped
toy, pick up your wreath
37. Blood-Sucking REALTORS®
www.bloodsuckingrealtors.com
From Leigh Brown ~ Charlotte, NC
• Blood drive – first one at Halloween,
second was for Valentine’s Day
• Benefiting local blood bank – all
blood donated stayed in
community
• Include local blood-need stats
38. Other Charity Events To Get
You Face-to-Face
• Canned food drives
• Clothing/coat drives
• Soup kitchen volunteer day
• What else can you think of?
39. The After-Closing Closing Gift
• Small gift at closing
• “Real” closing gift a few weeks later
• Excuse to see the home once
they’ve moved in
• Great photo op!
41. Quarterly Client Workshops
• Provide value – information they
can use
• Two topics – attracts more interest
(i.e., husband + wife, client + a
friend, etc.)
• Get one of the speakers to sponsor
breakfast
42. Intimate Client Dinners
From Raziel Ungar ~ Burlingame, CA
• Quarterly or bi-annual client dinners
• Thoughtful seating arrangements =
“matchmaking” for clients
• Small sampling of current/recent
clients
• Prix fixe menu = more cost effective
• Easier follow-up
43. Attend Clients’ Parties/Events
From Dale Chumbley ~ Vancouver,
WA
• Don’t just do the inviting!
• Attend clients’ parties and events
when you’re invited
• You’ll be introduced as “my
REALTOR” and make new
connections
44. WRITE IT:
• Two local businesses you can
approach TODAY to co-host a
tweet-up
• Two local charities you can support
in 2012 with a client event
46. Where Is Your Facebook
Presence?
• Your personal profile – what does it
look like?
• Your Facebook Business Page:
– Do you have one?
– Do you use it effectively?
– Do you need one?
• Where do you spend the most time
and get the most response?
49. Letting Facebook Do the Work
For You
From Raziel Ungar ~ Burlingame, CA
• Clients’ hobbies, interests
• What you see on Facebook + how
well you’ve gotten to know them
• Sharing articles, books, points of
interest
• An excuse to get in touch
55. The Personal Contract-to-Closing
Facebook Group
• Secret Facebook group for you and your
client
• Post video messages and reminders
every step of the way
• Better than a phone call because they
can replay
• Great with more than one person in the
transaction – they each get the same
message
56. Other “Face-to-Face”
via Video
• Tours of properties for a client via
Skype or Facetime
• Presenting an offer or counteroffer
• Regular communication with a
needy client
• Responding to an online lead